Salesforce.com, Inc Business Value Services Director in Seattle, Washington
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Business Value Services Group
What you’ll be doing…
The Business Value Services (BVS) Director, is a senior level consultative sales leader that works closely with the sales teams applying value based selling techniques and strategies to progress opportunities. This is a strategic role that combines competencies of strategy consulting, sales, and value engineering along with Analytics expertise.
Industry and Functional Experience Preferred:
Communications, CPG, Energy & Oil, Healthcare, Manufacturing, Medical, Pharmaceutical, Retail, Supply Chain
To succeed in this role you will need to combine previous work experience in specific industry/functional area (for example, financial service, manufacturing, supply chain, HR, etc.) and ability to think strategically to design sales plays that will be deployed across Tableau’s entire customer portfolio. You will collaborate with cross functional corporate and sales teams, act as a facilitator, and assist the teams to drive towards tangible sales methodologies and assets.
In addition, you will work directly with some of Tableau’s most strategic customers to leverage the developed sales plays to create Industry Point of Views, understand their Business Intelligence needs, create credible Business Cases, and assist with proposals, driving larger deal transactions and penetration with customers.
Some of the things you’ll be doing include …
Develop Sales Plays
Structure a clear strategy and engagement process with customers (e.g. with sales plays) that leverage a wide range of stakeholders and domain knowledge
Collaborate with others to enable the sales organization in leveraging the different sales plays
Assist sales team with industry research, account planning, executive alignment, and messaging strategies
Conduct industry research, identify trends and needs, and translate those into clear sales assets
Author thought leadership content on Tableau benefits, industry value, and “all things value” using your domain industry and functional knowledge
Engage with Strategic Customers
Work closely with customers to identify, prioritize and quantify key business drivers to understand how Tableau will solve their problems and create value
Facilitate cross-functional discovery sessions to identify key business requirements, create customized business cases and measure their financial impact
Collaborate with the account team and internal customer champions to drive them towards strategic thinking that drive business results
Create tailored value assets and artifacts to assist field teams’ ability with discussing value and business case outcomes specific to their customer
Evangelize the value selling at Tableau and help diverse set of stakeholders to master the methodology
Provide thought leadership & coaching to sales and customer success teams to accelerate sales cycles and adoption
Assist with the development, rollout, and adoption of value selling enablement materials
Who you are…
Experienced . Experience of 7+ years in one or more of the following: Value Engineering, Management Consulting, Business Development, Go-To-Market Strategy.
Subject Matter Expert . Domain expertise and work experience in specific industries or subject matter expertise in functional areas.
Customer Obsessed. Experienced in customer-facing roles. Comfort in engaging with senior executives and strong executive presentation skills.
Rapport Builder. Good relationship-building skills, situational awareness in handling objections, and ability to grow and nurture relationships with customers and internal stakeholders.
Analytical. Demonstrated deep quantitative and qualitative analytical ability, including financial analysis, and ROI/TCO modeling to justify technology investments. Experience in model automation for run/repeat/self-service scenarios.
Researcher. Strong discovery and probing skills, conduct industry and account level research.
Communication Finesse. Strong verbal and written communication of qualitative and quantitative business cases.
Leadership . Natural leader and self starter who can lead with authority, coordinate multiple efforts towards common goal, and help other team members to excel in their work by knowledge transferring/sharing.
You are a Recruiter! Tableau hires company builders and, in this role, you will be asked to be on the constant lookout for the best talent to bring onboard to help us continue to build one of the best companies in the world.
For Colorado-based roles: Minimum annual salary of $190,000 OTE You may also be offered incentive compensation, bonus, restricted stock units, and benefits. More details about our company benefits can be found at the following link: https://www.getsalesforcebenefits.com/
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